Page 637 - Value Proposition Design: How to Create Products and Services Customers Want - PDFDrive.com

Testing the Circle objective, 190–191
See also Pain Relievers
Customer Profile, 10–25
best practices for mapping jobs, pains, and gains, 24–25
business-to-business (B2B) transactions, 50–51
Customer Gains, defined, 16–17
Customer Pains, defined, 14–15
customer’s context and, 56–57
customer segments, xvi, 116
defined, 9
different solutions for same customers, 58–59
identifying high-value jobs, 100–101
innovating from, 102–103
jobs, pains, and gains as new approach, 54–55
Jobs to be Done, defined, 12–13
ranking jobs, pains, and gains, 20–21
sketching, 18–19
understanding customer perspective for, 22–23
use of, 60–61
See also Jobs to be Done; Starting Points

D

Data Detective, 106, 108–109, 217
data mining, 109
data sheets, creating, 222
data traps, avoiding, 210–211
Day in the Life, A (worksheet), 115–116
de Bono, Edward, 136–137
decision makers, 50–51
Dell, 157
Design, 64–170

characteristics of great Value Propositions, 72–73